Wednesday evening found me in Grand Forks, North Dakota. I was hired by a major investment company to give a keynote presentation for an important client of theirs, who is one of the leading financial advisors in America. I have known this gentleman for about eight years. His clients love him! They refer others to him to the point that referrals are the only way he markets his business.

Many financial advisors use scores of products. They are always looking for the “next big thing” to sell to their clients. The advisor mentioned above uses a very small number of products, as well as only a couple of vendors in each of the financial product lines. He doesn’t have an elaborate website, uses email sparingly, and doesn’t have the newest / best cell phone. In fact, you could say he is “technologically challenged.” He keeps things in his practice and in his life very simple.

By keeping it simple, he is able to focus the majority of his efforts on making good recommendations, moving people to action, and developing deep relationships with his very best clients. There is no question that technology can help us maximize our productivity and effectiveness. However, too many salespeople let gadgets and technology and systems get in the way of the biggest determinant of their success – how many qualified prospects to whom they tell their story. You still have to make the calls! “Keep it simple” is still wonderful advice for the professional salesperson.

Good selling!

This entry was posted on Saturday, February 24th, 2007 at 6:08 pm and is filed under Practice Management. You can leave a response, or trackback from your own site.